What are the responsibilities and job description for the Manager - Revenue Growth Management position at Ghirardelli Chocolate Company?
WHO WE ARE
At Ghirardelli, we’re on a mission to become a one billion dollar brand and beyond. We want to be every consumer’s first choice of premium chocolate, and we believe we can do that through our products and the way we do business, which are all inspired by our brand commitment to Making Life A Bite Better. We are a company committed to both personal and professional growth and believe that each employee contributes directly to Ghirardelli's growth and success.
The Revenue Growth Management (RGM) Manager will be a key leader in sales planning, trade promotion management, and revenue growth management activities within the wholesale sales organization. In this role, the RGM Manager will implement pricing strategies, analyze promotional effectiveness, and track market trends in an effort to drive sustainable growth. The RGM Manager will collaborate with cross-functional teams to ensure alignment with business objectives and maximize revenue opportunities.
SCOPE OF RESPONSIBILITIES
RGM Strategy Development
- Assist RGM Director in developing and implementing revenue growth strategies that enable delivery of Ghirardelli game plan objectives.
Pricing Strategy - Execute pricing strategies that maximize revenue, profitability, and market share through:
- Periodic reviews of: price elasticity, competitive pricing landscape, customer and channel segmentation.
- Monitor and enforce compliance to Ghirardelli pricing strategies
- Collaborate with cross functional partners on OBPPC
- Continuously seek opportunities to improve Ghirardelli pricing strategies through innovation and best practice.
Promotion Effectiveness
- Determine the optimal promotion strategy within key customers/channels.
- Collaborate with sales, marketing, and finance to align on promotion efficiency and effectiveness goals and KPIs.
- Conduct post-promotion analysis and make recommendations on changes to future plans.
- Implement an insight driven test-and-learn approach to continuously improve promotional tactics.
Collaboration:
- Work closely with field sales, marketing, and sales finance to ensure cohesive strategy execution.
Reporting:
- Prepare and present regular reports on RGM initiatives.
Gross to Net Spend Analysis
- Guide RGM analysts in tracking and enforce trade promotion policies (net net price, promoted pricing, maximum weeks on promotion, etc.)
- Provide guidance on event ROI criteria, facilitate evaluation of promotions & incremental trade spending proposals
- Project sales trade spend liability at key financial milestones (LE, Budget, Full Year Results)
- Be the subject matter expert and leader for our Revenue Growth Management platforms and tools.
- Leverage insights from elasticity analyses, trade promotion ROI’s, category post-event evaluation, etc. to lead scenario planning
SPECIFIC KNOWLEDGE & SKILLS
- BA/BS Degree Required
- Master’s Degree preferred
- Experience in CPG industry
- 5 years of Revenue Growth Management experience
- 5 years working with Sales Reporting and Trade Promotion Management Systems
- Strong oral and written communication skills
- Strong financial acumen
- Experience with Trade Promotion Management and RGM Systems.
- Highly proficient in: Microsoft Office Suite (especially Excel and Power BI)
- Deep understanding of Circana or Nielsen scanning and shopper data sources
- Demonstrated leadership and results orientation
- Effective interpersonal and collaboration style to work across departments and levels of the organization
- Ability to create new vision and inspire change within the sales organization
- Lead/oversee complex quantitative analyses
- Time management skills and organizational skills to manage competing and changing priorities
- Ability to effectively manage conflicting demands and recommendations among departments in the organization
Other Job Requirements
- Travel on average of 20-30% of the time
- Ability to travel to various locations across the country or local travel to meetings
- Rare to Occasional ability to lift and carry up to 50 pounds
- Occasional to Constant Repetitive Fine Manipulation (keyboarding, writing)
- Rare to Occasional Simple Grasping
- Occasional to Frequent Sitting
- Occasional to Frequent Walking
- Occasional twisting of the neck and waist
- Rare to Occasional Reaching at or below the Shoulder level
- Occasional to Frequent usage of verbal communication equipment (telephone, cellular, video-conference)
Salary: $115,461 to $150,070 / year
Salary : $115,461 - $150,070
